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Sales Skills Certificate (ASET) - Senior Sales Executive [SH] 175.00
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Certificate in Sales Skills (ASET) - Senior Sales Executive


Objectives
At the end of the course students will be able to:

 Demonstrate an understanding of the detailed product, competitor and customer knowledge required for success
 Describe the range of internal and external relationships encountered
 Demonstrate an understanding of the principles of sales management
 Practice essential listening and professional telephone skills
 Implement work planning techniques including planning, implementation, monitoring and review
 Demonstrate the importance of understanding margins and factors which affect achievement of targets

Student Profile
This programme is designed for people with experience in a sales environment and with responsibility for account management & responsibility for other sales staff,

Study Method
The course is designed for study by distance learning at work or at home.  Students receive course manual, assignments and studyguide plus tutor support.

COURSE OUTLINE
1. Building Competence
 Product knowledge
 Business Customer knowledge
 Company knowledge
 Competitor knowledge

2. Building Relationships
 Customer relationships
 Team member relationships
 Other internal relationships

3. Selling to Customers and Account Managers
 The selling cycle process
 The buying cycle process
 Developing and planning accounts and campaigns

4A  Professional Telephone Skills
OR
4B professional  Face to Face Contact     Skills

5. Work organisation
 Planning
 Implementation
 Review
 Monitoring

6. Self-development and self-motivation
 Motivation to sell and meet targets
 Understanding margins and profitability
 Self-development
 Health & safety

Available Options:
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This product was added to our catalogue on Wednesday 18 May, 2005.
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